Closing time: How to close deals on your timeline without being too pushy
We are in the last month of our fiscal year here at Salesforce, and closing strong is top of mind for everybody.
Here are my top tips to get your deals closed quickly without jeopardizing the relationship by putting too much pressure on your clients:
1. Make sure you are connected with POWER. Never take “no” from somebody who can’t say “yes”
2. Pick up the phone and call the CELL of the decision maker if you’ve met them before or have a decent relationship.
If they don’t pick up, leave a voicemail and send a text to follow up. Continue to follow up directly as needed.
Don’t rely on email as execs get hundreds per day and will likely not respond, even if it’s important.
3. When you get them on the phone, be direct and GET TO THE TRUTH. Have your questions spelled out before calling so you maximize your time.
Execs will be forthright and candid in telling you how they are thinking about this, whether or not it’s a high priority, and what they need from you to make this work
4. If you are working on a tight timeline such as fiscal year end, ask them point blank if it’s feasible to do a deal by that time, and what needs to happen on their end to make it happen.
This conversation should take place as early as possible to allow time for their purchase, contract, or PO process to occur.
5. Make it a win win and do NOT hard close.
Simply restate why this is the best time of year for them to buy, and tell them you are committed to making this work and going to bat.
Confirm again what they need and do not promise anything. Then ask them “if we are able to get that done could you move forward with a deal in January?” If so, I will take it up the chain and get back to you soon.
Tone is everything. Stay calm, speak slow, and remember that your goal is to help them achieve THEIR goal, so if you are coming from a place of service you have nothing to lose if they say no!
Good luck and good selling!